n.
The moment in a sales presentation when the potential buyer imagines how much better their life will be if they purchase the product or service.
Example Citation:
"When Mann gives a demo, what he's waiting for is what salespeople call the 'drift-off moment.' The client's eyes get gooey, and they're staring into space. They're not bored—they're imagining what they could do with SurveyBuilder. All tech salespeople mention this—they've succeeded not when they rivet the client's attention, but when they lose it."
—Po Bronson, "Someone's Got to Move Units!," Wired
—Po Bronson, "Someone's Got to Move Units!," Wired
Related Words:
Adlai Stevenson moment
channel stuffing
junior moment
salescritter
scarcity close
senior moment
top-to-top
channel stuffing
junior moment
salescritter
scarcity close
senior moment
top-to-top
Category:
